Project Description
Furniture Retailer Positioned for Success with New Merchandising Training Program
Client Challenge
The client is a $3+ billion furniture manufacturer and retailer with multi-banner, multi-channel and multi-format operations worldwide. The client had recently restructured its merchandising team to support the company’s strategic move from an item-driven business to a collection/lifestyle-driven focus. The restructuring included entirely new roles and responsibilities.
Traditionally, the client had only offered initial employee orientation training and recognized that they lacked a structured and comprehensive learning program focused on retail planning, buying, replenishment, and allocation.
Parker Avery Solution
Parker Avery worked closely with the client to design, develop, and deliver a comprehensive merchandising training program, which successfully incorporated retail industry best practices and insights.
The merchandising training program was position-specific focusing on the responsibilities of buyers, planners, replenishment, and allocation roles, as well as emphasizing the importance of team collaboration.
Content areas included buying, planning, product selection, and visual merchandising. Key topics included “Big Idea” methodology and “The Art of Vendor Negotiations.”
The program also included extensive content around retail math and its importance in daily merchandising tasks.
Key project activities included the following:
- Defined the training curriculum
- Developed detailed training content
- Conducted instructor-led training for the retailer’s entire merchandising department
- Conducted and assessed a post-training survey to capture participant feedback
Results
Upon completion of the merchandising training program, the client’s merchandising team was fully prepared for market and able to support the company’s new focus. The participants’ feedback was highly positive, enabling the client to identify enhancements for additional training efforts and position the new merchandising training program for ongoing use and sustainability.
The Parker Avery Group is a leading retail and consumer goods consulting firm that transforms organizations and optimizes operational execution through development of competitive strategies, business process design, deep analytics expertise, change management leadership, and implementation of solutions that enable key capabilities.
